Pre-Sales Team Charter

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I. Team Overview

A. Team Purpose

The purpose of the Pre-Sales Team Charter at [YOUR COMPANY NAME] is to support the sales process by effectively qualifying leads, providing technical expertise during the pre-sales phase, and ensuring seamless handover of qualified opportunities to the sales team.

B. Team Objectives

1. Lead Qualification Criteria:

   • Define clear criteria for qualifying leads that align with our target customer profile.

   • Ensure a streamlined process for lead qualification and disqualification.

2. Conversion Targets:

   • Set specific conversion targets for moving leads through the pre-sales pipeline.

   • Track progress towards conversion goals regularly.

3. Revenue Objectives:

   • Contribute to the overall revenue targets by assisting in closing deals efficiently.

   • Collaborate with the sales team to maximize revenue generation from qualified opportunities.

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II. Roles and Responsibilities

A. Team Members

1. [YOUR NAME] - Pre-Sales Manager

   • Lead the pre-sales team in achieving objectives and targets.

   • Coordinate with sales, marketing, and product teams to enhance lead qualification processes.

2. [TEAM MEMBER 1'S NAME] - Pre-Sales Specialist

   • Conduct product demonstrations and presentations to prospective clients.

   • Collaborate with the sales team to develop tailored solutions for customers.

B. Key Responsibilities

• Lead Qualification:

  • Implement lead scoring methodologies to prioritize leads.

  • Ensure all qualified leads meet predefined criteria before being handed over to sales.

• Customer Engagement:

  • Engage with customers to understand their needs and provide relevant information.

  • Maintain a high level of responsiveness and professionalism in all communications.

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III. Communication and Collaboration

A. Internal Collaboration

• Regularly communicate with the sales team to provide updates on qualified leads and ongoing pre-sales activities.

• Collaborate with marketing to align messaging and materials for pre-sales engagements.

B. External Communication

• Represent [YOUR COMPANY NAME] professionally in interactions with potential customers.

• Ensure timely and accurate responses to customer inquiries and requests for information.

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IV. Performance Metrics

A. Key Performance Indicators (KPIs)

1. Lead Conversion Rate:

   • The percentage represents the number of qualified leads that have been successfully converted into opportunities.

2. Response Time:

   • The average amount of time that is taken to respond to the inquiries and requests made by customers.

3. Win Rate:

   • The proportion of engagements that occur during the pre-sales stage that subsequently lead to successful deals being closed.

B. Measurement and Reporting

• Establish a system that will be dedicated to monitoring and subsequently reporting on Key Performance Indicators (KPIs).

• Conduct regular reviews to assess team performance and identify areas for improvement.

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V. Resources and Support

A. Tools and Technology

• Utilize CRM systems and sales enablement tools to streamline pre-sales processes.

• Provide necessary training and support to team members on using relevant tools effectively.

B. Training and Development

• Conduct ongoing training sessions to enhance product knowledge and presentation skills.

• Encourage continuous learning and development within the team.

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VI. Approval and Amendments

A. Approval

The Charter, which is designated for the Pre-Sales Team's guidance and standard procedures, has been formally reviewed, endorsed, and given approval. The individuals that provided their signature and approval for this certifying document are detailed below:

[YOUR NAME], Pre-Sales Manager
[DATE SIGNED]

B. Amendments

For any amendments to be made to this charter, they must first receive approval from the Pre-Sales Manager. Once approval has been secured, these changes must be then promptly communicated to all members of the team.

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